Dear Persuader,

In a previous article I talked about using the term ‘everything happens for a reason’ to utilize the trust that many people have in this concept. I also wrote about superstition and the concept that ‘there are no accidents’ which happens to be a very powerful persuasion tool, and if you’ve read those two articles and attempted to implement the learning into your life, you already know what I mean about power.

Well, assigning blame is the other side of the ‘everything happens for a reason’/’there are no accidents’ coin. Wherein both of these concepts use our prospect’s belief in an ordered, equitable universe, assigning blame uses a common enemy as a means to persuade.

Better hang on here if you are religiously oriented because I’m going to shake the tree just a little bit here. (Disclaimer: My intention is never to intrude on anyone’s beliefs or practices because I vehemently believe in Freedom of Religion and to me, this extends to spiritual practice of all kind. But, like it or not, religion and spirituality are intertwined with everything in life and I use the examples below to teach persuasion, not to push my beliefs or dissuade yours.)

In group theory, there’s a lot of discussion about enemies, common enemies. One of the greatest ways you can ever use to bond a group is for them to have a common enemy.

Let’s start with Christianity as an example. What’s the common enemy of Christianity? Well, you probably know right off the top of your head, it’s the devil. How is this installed in Christians from an early age?  Well, we start saying things like, ‘We as humans are born into a world of sin and the mere act of being born causes us to not be able to get into the life hereafter until and unless we accept Jesus as our savior.’

That’s pretty intense. Let’s look at the enemy. The enemy is, just being born, because we’re born into sin. Who’s responsible for that? The devil.

This is a great tool. I heard someone say many years ago, ‘The devil is the best friend the Christian ever had because without him, there would be no need for a savior.’ Think about the word ‘savior’. Savior implies someone needs saving. And if you’re born into sin, you in fact do need saving.

Again, I’m not debating any of this. In fact, I’m kind of being the devil’s advocate here, so to speak, because I’m literally standing back and removing my own beliefs just to point out to you what’s going on so you can see this.

Now does it mean, by the way, having a common enemy is a bad thing? No, I think common enemies are great things. But one has to be careful and responsible. Is it responsible of a Christian to say that the devil’s a common enemy? Absolutely.

Also note the advantage of pointing at a common enemy that you can’t see, you can’t hear, and in fact, even humanities basic drives and desires can be attributed to the influence of this being? It’s pretty amazing. (From my previous article ‘Very Superstitious’, can see how this might fit into the definition of ‘superstition’?)

We have an inherent need to assign blame. In fact, it’s so fundamental to the core of who we are that everybody does this.

How about a political example? How about the ‘War on Terror’ or the ‘War on Poverty’? It’s virtually impossible to argue that anyone is for ‘terror’ or ‘poverty’.  These are cultural common enemies. Terror and poverty, however, are concepts, not actual, tangible physical groups against which a war can be won, but notice how insanely powerful as enemies.  If winning a ‘war’ against a concept were possible, I’d sign up and fight.

So I’m contrasting ‘things happen for a reason’ with ‘blame.’ So at our core, we look to assign fault.

A word of warning: I wouldn’t dwell in the land of negativity, it’s like a double-edged sword. It cuts going and coming. Be very careful.

Kenrick

PS... Be sure and post your comments to the blog.

Dear Persuader,

Last week I got a call from an acquaintance of mine. He said, ‘Remember that conversation we had about Africa a few weeks ago? Well, I just checked my e-mail and you won’t believe it. I won an international lottery originating in Africa.  You know, I’m just convinced everything happens for a reason, don’t you think?’

I thought for a few moments and I responded, ‘You know, I think you’re right. Everything does happen for a reason and really it’s a good thing that we’re talking right now.’ I went on to explain that I personally win probably three or four international lotteries a day and none of them are real.

I got to thinking about this conversation and I realized that people look for supporting evidence for what they want in their environment. In this case, here he was remembering our conversation, then he received an e-mail talking about winning a lottery from Africa and somehow he kind of put two and two together in a way that didn’t add up. That’s when he began talking about everything happening for a reason.

Unfortunately, I had to burst the bubble in order to keep him safe, but the point of it is why did he use that language? This language pattern is going to knock your socks off and enable you to influence and persuade in a very deep and profound way.

Why do people look for supporting evidence for what they want in their environment? Oftentimes they do this because our world is very unstable. Whenever there’s a tremendous lack of stability, with everything kind of up in the air, people start turning to religion, they start turning to God, they start turning to spirituality and they become more superstitious.

As I explain this pattern to you, please understand, my goal is to break things down in a way that gives us tremendous power with our language, our words and persuasion, and in so doing, help you to have more success in your life. That’s my purpose in this discussion. If you don’t believe in God, or you’re not a spiritual person, my point is not to influence you towards or away from anything except towards a language pattern or away from not being as successful as you like, that you’ll be able to use these patterns for your benefit and for the benefit of your clients.

When I said, ‘everything does happen for a reason’ it means that I’m alluding to something more than simply what he’s just referred to and that’s really important that he understood. Then I went on to say, ‘Good thing we’re talking’. Again, this implies that there’s perhaps something more than what he was just thinking about. That set the stage for me to have entry into his mind and to help him to understand the difficulty that he was about to face.

People look for supporting evidence for what they want in their environment and I believe it’s our job to give it to them. There are language patterns that are in the popular lexicon right now that we can use to our advantage very powerfully.

When we hear these things we can use them to our advantage powerfully, and I mean, really powerfully. For example, saying ‘things happen for a reason’ supports what you want to happen.

Let’s say you’re an advisor and you’re talking with someone, and they say something positive like, ‘Wow, it’s a good thing that I’m talking with you here today because I feel like I’m really getting somewhere in my learning, in my understanding of how all this works.’ And your response could be, ‘Fantastic, after all, there are no accidents, right?’

Is that a stretch to say? I don’t think it’s a stretch for anybody, no matter what our belief system is. After all, everything happens for a reason, it’s just a matter of whether or not it’s a reason you like.

No language pattern is an island and our goal as persuaders is to layer pattern upon pattern and these patterns piece together a deeper sense of reality when you do this right, what you’re going to be doing is using all sorts of these patterns at high speed.

To your success!

Kenrick

PS... Don't forget to post your thoughts and comments on the blog.

In today’s issue, you’ll learn about a fascinating tool that will allow you to amp up the ease in which you can persuade someone.

Binds are a fascinating strategy in persuasion which should be used sparingly (especially in writing), a little ‘persuasion seasoning’ so to speak.

Binds are language patterns and like all language patterns there’s a formula.

For single binds there are two formulas: the first is, ‘if X, Y’ and the second is ‘the more you X, the more you Y.’

As a general rule, the X will be a pace (something that is verifiably true) but it can also include a suggestion or a challenge, and the Y will be a lead, how you want them to think or respond but they’re not currently doing, necessarily. (For more on pacing and leading, stay tuned.)

In other words, you can think of X as the set up, and Y is the punch line.

‘If you develop a deep understanding of the power of binds, you’ll feel compelled to sign up for The Persuasion Factor.’

Okay. . .that’s a pretty obvious example. Very transparent, I know, but you see that the first part of the sentence ‘if you develop a deep understanding of the power of binds’ is a suggestion or challenge, and ‘you’ll feel compelled to sign up for The Persuasion Factor’ is the lead, what I want you to do which you may not currently be doing.

Here’s another example: ‘The more you read what I’m explaining, the more you’ll understand the power of using it.’

Let’s break that down a little. The more you read about something, i.e. the more you read about using binds, the more you will understand how powerful they are to use. Is this true? Possibly. I think it is. But it’s more of a presupposition than it is solid, hard, cold fact.

Binds do not have to in any way make sense or be logical.

For example: ‘The more you hear about this piece of property, the more you will be compelled to buy it.’
Is that logical? Not necessarily. In other words, hearing a lot about something doesn’t compel people to buy. Hearing the right things about something might compel someone to buy, but the suggestion here is that that there is a logical link between hearing about the property and being compelled to buy it. You’re creating that link, you’re creating the truth, and you’re making it so in their minds.

Here’s where we start to get into some really interesting ways of using this. ‘The more you try and object, the more you will find yourself going along with these ideas.’

What are we really doing here? We’re issuing a challenge. The more you try and do something we don’t want you to do, the more you’ll find yourself doing what we want you to do.

Here’s another one: ‘The more you want to feel good about yourself, the more you’ll need to act now on this proposal.’

You might say, ‘Kenrick, you can’t just say that to people.’ Well, yes I can. And I do. And it works great. It helps if you make them sound natural. And it also helps to understand them and the related strategies that can make their acceptance even better.

My advice: write some samples out before you try using this technique. It is something that needs to be delivered smoothly or you will get an odd reaction.

Questions? Comments? Login to the blog and let me know.

Hi Persuader,

Binds are a fascinating strategy in persuasion which should be used sparingly, a little ‘persuasion seasoning’ so to speak.

Binds are language patterns and like all language patterns there’s a formula.

For single binds there are two formulas: the first is, ‘if X, Y’ and the second is ‘the more you X, the more you Y.’

As a general rule, the X will be a pace (something that is verifiably true) but it can also include a suggestion or a challenge, and the Y will be a lead, how you want them to think or respond but they’re not currently doing, necessarily. (For more on pacing and leading, stay tuned.)

In other words, you can think of X as the set up, and Y is the punch line.

‘If you develop a deep understanding of the power of binds, you’ll feel compelled to sign up for The Persuasion Factor.’

Okay. . .that’s a pretty obvious example. Very transparent, I know, but you see that the first part of the sentence ‘if you develop a deep understanding of the power of binds’ is a suggestion or challenge, and ‘you’ll feel compelled to sign up for The Persuasion Factor’ is the lead, what I want you to do which you may not currently be doing.

Here’s another example: ‘The more you read what I’m explaining, the more you’ll understand the power of using it.’

Let’s break that down a little. The more you read about something, i.e. the more you read about using binds, the more you will understand how powerful they are to use. Is this true? Possibly. I think it is. But it’s more of a presupposition than it is solid, hard, cold fact.

Binds do not have to in any way make sense or be logical.

For example: ‘The more you hear about this piece of property, the more you will be compelled to buy it.’

Is that logical? Not necessarily. In other words, hearing a lot about something doesn’t compel people to buy. Hearing the right things about something might compel someone to buy, but the suggestion here is that that there is a logical link between hearing about the property and being compelled to buy it. You’re creating that link, you’re creating the truth, and you’re making it so in their minds.

Here’s where we start to get into some really interesting ways of using this. ‘The more you try and object, the more you will find yourself going along with these ideas.’

What are we really doing here? We’re issuing a challenge. The more you try and do something we don’t want you to do, the more you’ll find yourself doing what we want you to do.

Here’s another one: ‘The more you want to feel good about yourself, the more you’ll need to act now on this proposal.’

You might say, ‘Kenrick, you can’t just say that to people.’ Well, yes I can. And I do. And it works great.

My advice: write some samples out before you try using this technique. It is something that needs to be delivered smoothly or you will get an odd reaction.

Until Next Time,

Kenrick E. Cleveland

Hi Persuader,

In a previous article, I discussed the basics of the VAK (visual, auditory and kinesthetic) representational system and it's value in gaining rapport with an affluent clientel . In this article, I'm going to go more in depth with visual language.

What happens when a person is using visual words (bright, vibrant, shining, 'I see what you're saying')? They're remembering and processing information visually in their mind. If you hear them do it a lot, it may be their dominant sensory system and the one they're most conscious of.

What kind of behaviors might we expect from someone who's using predominantly visual words? People who are visual tend to speak a lot with their hands. They generally talk faster as if they're trying to tell you all of the thousand words that a picture is worth.

Put a picture in your mind and you're trying to describe it to me you may really get off on a roll here with your words, you're trying like crazy to describe it and you're talking, like sometimes people they talk really fast, even talking a little higher. The pictures are flipping through their mind at high speed and they're trying to give you all the information that they're seeing and they can't quite keep up with it even.

Read that last paragraph out loud really fast and you've got an idea of how a visually oriented person may describe this to you.

There are a few other things that you'll notice. They may often breathe higher in their chest. You may also notice that they need distance between you as they speak. They don't like to stand real close to people, not too close, because what happens is you will be in their picture if you stand too close.

Try this: if you think someone is very visually oriented when you're talking to them, just move so you're standing really close to them and see if they don't get uncomfortable.

You can also do some other interesting things. If you notice them looking off into space at particular areas while they talk, you could point to that space and slide it around. In other words, point to the space and then move it to some other space and watch them get confused.

Just play around a little bit with it. You're not going to hurt anybody doing that. It's not like you're going to cause trauma, or anything, contrary to what others might lead you to believe. But it will start to help you understand what happens when someone is highly visually oriented.

These kinds of people can be very powerfully persuaded. When you find them, you'll learn to love what you can do with them.

When gaining rapport it is valuable to understand the representational system that the prospect is using, but as we will discover in future articles, there's a shortcut. For now, just see if you can identify five visually oriented people this week and notice how they speak and gesticulate.

This is only the tiniest fraction of powerful persuasion basics. To get really deep, contact Kim and ask her to tell you all about the Persuasion Factor.

Until Next Time,

Kenrick E. Cleveland

"The moment one gives close attention to anything, even a blade of grass, it becomes a mysterious, awesome, indescribably magnificent world in itself." - Henry Miller

Hi Persuader,

I love language. I get really excited about words, patterns, meanings and the indescribably magnificent world of linguistics.

For the past 30 years I've been studying persuasion, but really if I think about it I've been studying the language of persuasion. Physical mirroring and matching aside, persuasion is a world of words and it just thrills me to bring this information to you.

When you hear and understand the Awareness Pattern and how to use it in your persuasion, you will kick yourself and think why you didn't use it sooner. This pattern is an absolutely essential tool in your persuasion arsenal.

Aldous Huxley said:

"Every individual is at one the beneficiary and the victim of the linguistic tradition into which he has been born - the beneficiary inasmuch as language gives access to the accumulated records of other people's experience, the victim in so far as it confirms him in the belief that reduced awareness is the only awareness and as it bedevils his sense of reality, so that he is all too apt to take his concepts for data, his words for actual things."

This is an amazing description of how language can either expand our universes or reduce our awareness. And by studying persuasion, we can maximize our benefit of our linguistic traditions.

Language patterns are one of my favorite aspects of linguistics. And the Awareness Pattern is one of the most powerful patterns you'll ever learn. It qualifies as one of my absolute all time favorites.

The three words that I tend to like a lot in this category are: aware, realize, experience.

By simply saying one of these words you're making the person start the mental process that you mention.

In other words, you're enticing them to become AWARE, to REALIZE, or to EXPERIENCE.

These words are very important in your persuasion arsenal because everything that follows them is presupposed to be true. These words also force the issue of not "will you do," but instead, "are you aware of," which is far more powerful in persuasion.

As you gain skill in being able to use these words powerfully, you might think that someone may respond to the question, "Are you aware of?" by saying "No". I assure you, when done properly, this does not happen. And if it ever did, all you need to say is, "Not yet, huh?"

Here's an example: The more you begin to construct your mind in the ways you'll be using these patterns, the more you'll begin realizing the explosively profitable techniques you are learning. Are you starting to experience the growing awareness of what being involved in MAXpersuasion brings you as I tell you about it and as you go through it?

Is the awareness of the power of these patterns starting to sink in? Let's go through this carefully.

I'm not asking you if these patterns have power; that would not be a presupposition. Do you think these patterns have power? That's not helpful.

I'm asking, "Are you aware of the power?"

If you're not aware, it presupposes you need to be aware. And if you are aware, you'll state that you are in fact aware. If you say, "Yes, I am aware," then you know the power of the patterns and you agree they're starting to sink in. And if you're not aware, then by hearing the question asked, you begin to become aware.

If you're getting excited about this information, you're ready to learn more about how language can expand your universe. There are several of these patterns that will work for you to persuade the affluent. All you have to do is to take action, learn them, and implement them.

Until Next Time,

Kenrick E. Cleveland

Hi Persuader,

As you may have noticed, in the recent posts ("Linguistical Pitfalls") I told you there were EIGHT dangerous words that you should avoid in your persuasion situations. Then I proceeded to give you just four of those eight. (By the way, there really are eight, and I'll be writing about the other four in the very near future.)

Now, I did this to demonstrate a very clever point with you that you'll have great success with in your persuasion...

The point is to teach you a strategy called "Temporal Pattern Loops".

We're going to create loops in the mind of the listener. This is a favorite pattern of mine (as you now know, since I just used it on you Wednesday morning).

There are three really powerful things you need to know in order to understand how to use loops:

Number one, people need to have closure.

They can't stand to have balls up in the air. They need to have the balls land. They need closure, a yes or a no.

An example in sales of the prospect keeping an open loop with the sales person is that dreaded phrase, "I'll need to think it over."

You want to either end it or don't end it. Either say yes, or say no, but don't tell me you want to think about it.

Number two, when they don't get closure, their response potential is increased.

That's all you'll ever need to know about loops.

But wait a minute... didn't I say there were three things?

I did. I told you that there are three powerful things you need to know in order to understand loops and I only gave you two. Isn't that frustrating?

People need closure. And when they don't get it, their response potential is increased.

What's the third thing? Let me ask you, how much do you want to know what number three is? Do you really want to know?

Sorry. There is no number three. There are only two things you need to know about loops.

Why would I do that? Same reason I only gave you four of the eight most dangerous words in persuasion. Because by leaving a loop open, by purposefully leaving the third blank, I increased your response potential and piqued your interest.

Don't close all the loops. In fact, leave most of them open. Use loops all the time.

Think about something you know really well. Just as an example, let's say you're pretty sure you know all there is to know about the Civil War. Say you're a real history buff and there's nothing you don't know about that period of time in that section of the world.

What if someone was teaching a class about the Civil War and there was some new information? Well, how could there be? You know everything. All your loops regarding the Civil War are closed.

You can use loops when you want to increase response potential because if you leave a loop open, it makes people want to sit forward and try to figure out what it was that you didn't tell them.

In other words, they're missing something. Like when I wrote, "There are three powerful things you need to know to do these loop patterns" and I told you two of the three. For many of you, you just had to know, "Well, what's the third one?"

Now, if you were just skimming and weren't paying attention, it may not have had that effect on your conscious mind, but it did have it on your other-than-conscious mind.

When you open loops and don't close them, people begin to believe that they don't know all there is to know about the subject. And if people know all there is to know, they go away and don't come back. After all, there's no apparent reason for them to stay.

Until Next Time,

Kenrick E. Cleveland